January 20, 2022
DTRH Episode 45
Go Against the Grain - Hire Millennials
Learn from two C-level Millennials about how to hire Millennials. Enough said.
- Spot the hustle. How to find the millennials with the drive and determination to learn at any cost.
- Test them. Though it's an "out-of-scope" ask—see how committed they are to helping you and your business.
- Loosen up and take on a bit of risk. Give millennials more room to grow and allow them to take on larger responsibilities in a shorter timeframe—or else they will leave.
- People grow and progress at different rates, though most millennials will put in the work to learn and grow at an alarming rate.
"I'm 21 years old and netted $1.6M in revenue in my first 8 months at my current business—so what does my age have to do with my ability to produce?"
- Nate Sroor
Nate Sroor is the Chief Revenue Officer (CRO) of Pneuma Media, and his focus is on growing the client and partner network. Since joining the team, Pneuma has drastically increased revenue and client acquisition, month-over-month.
Nate launched The Conscious Rebellion podcast in 2020 after seeing the direction our world is heading in. Gen Z has the power to right the wrongs of generations past and exposes the truth about what is happening in our world today, though only if they’re aware of it. Nate's mission is to lift back the curtain for them.
Nate has spent his entire professional career building and scaling businesses across multiple different industries.
Feel free to connect with Thomas "Ai Nerd" Helfrich or Rob Turley on LinkedIn or follow @RobTurley2 on Twitter!
#DTRHpodcast #Hiring #Millennials #Sales #Recruiting #GenZ #Trends #Culture
January 13, 2022
DTRH Episode 44
How to Gain a Following & Generate Relevant Content
Gaining a following and generating constant content that maintains your digital relevance is more challenging than it sounds. What does every business, business owner, influencer, and networker need in common? To stay relevant, follow trends, and keep their audience's attention. Thomas, master of contextual relevance, and Rob talk about the best practices and technologies you can use to build your following, generate content, and become or remain relevant.
- Fully commit to ONE social or networking platform. Stretching yourself results in self-destruction.
- Don't leave "dead-end" comments or create posts that don't start a conversation.
- Follow and familiarize yourself with market and behavioral trends. Trends are always relevant.
- ALWAYS give before you get. No one likes "selfish" content or engagement.
"Technology is meant to augment and enhance humans to create progress, not to replace them."
- Rob Turley
"Why "Ai Nerd?" Honestly, I saw ainerd.com for sale on GoDaddy for 8.99 and bought it. True Story."
Thomas is a LinkedIn Influencer with over 165k followers and the CEO of Instarel. But first, let's go back a bit... Thomas grew up in St. Louis, MO. Great town and graduated at the end of the "DotCom Boom," which seeded his career path.
Once the boom was over, Thomas went from being an entrepreneur to corporate and consulting. 10 years or so of experience here showed him how companies and people make decisions, think, buy tech, implement, and support it.
Enter RPA (Robotic Process Automation). This technology, once observed, fundamentally changed his trajectory. That showed him the power of tech and how it can transform businesses—especially when AI is involved.
Today, Thomas is now the "Ai Nerd" at heart. He loves tech and knows how to successfully apply it in your business. He's lucky to have the gift to explain it in an "un-nerdy" way and has successfully done so for 20+ years.
As an AI-innovation, intelligent automation, and LinkedIn expert, Thomas knows how to transform digital relevance into a revenue-generating machine.
Feel free to connect with Thomas "Ai Nerd" Helfrich or Rob Turley on LinkedIn or follow Rob @RobTurley2 or Thomas @instarel_ai on Twitter!
#DTRHpodcast #Influencing #SocialMedia #ContentStrategy #DigitalRelevance #AI #Innovation #Trends #Culture
January 6, 2022
DTRH Episode 43
What's Wrong with the Marketing Industry
Marcus Hemsley, Founder of Fountain Partnership, and master of evidence-based marketing has an intense debate about what is broken in the marketing industry. Learn the greatest mistakes, how to avoid them, and the best practices to ensure your success. Get the results you deserve by focusing on the outcome. Don't mislead yourself by focusing on the marketing activity itself.
- The greatest mistake in marketing is focusing on activity, not outcomes.
- "Founder's Disease" is a terminal illness. It's NOT about YOU.
- Serve instead of sell when creating your content and messaging.
- Speak to your audience as if you're having a face-to-face conversation.
"The biggest mistake in marketing is focusing on activity, not outcomes."
- Marcus Hemsley
With over 12 years of experience as the Founder of Fountain Partnership, Marcus Hemsley specializes in evidence-based marketing that brings the best return on investment for his clients.
Marcus love helping individuals, businesses and organizations achieve their aspirations. It's what drives him. He's passionate about taking bold action on the climate emergency and always keen to talk about solving for it.
Marcus's company, Fountain Partnership is a Google International Award-Winning Digital Marketing Agency. In December 2016, they were awarded Best Search Agency by Google at their Premier Partner Awards in Dublin. In 2017, they won Google's Award for Growing Businesses online in EMEA.
Feel free to connect with Marcus Hemsley or Rob Turley on LinkedIn or follow Rob @RobTurley2 on Twitter!
#DTRHpodcast #Marketing #MarketingStrategy #EvidenceBasedMarketing #DigitalMarketing #DemandGeneration #MarketingSolutions
December 23, 2021
DTRH Episode 42
How to Sell More Using Video Prospecting Tools
Video prospecting is proven to result in up to 400%+ in reply and engagement rates during outreach. Video is more customizable and adds a human touch. Personalized video content creates a higher impact on the viewer than emails/messages composed of arid text and still image content. Have the upper hand in the competition by captivating your audience.
- Video is appropriate in all stages of sales AND customer success.
- Experiment with different video tools to find which works best for you. (Vidyard, Loom, etc.)
- It's okay if you suck. It takes practice. There's no better time to start than now to improve over time.
- When creating video content, leave the mistakes, be human and approachable.
"... You are going to suck on video—period. Swallow that pill and start recording videos [now]."
- Collin Mitchell
Collin Mitchell is a 4x founder passionate about sales, entrepreneurship, and podcasting! Collin is the Co-Founder of Salescast and Host of Sales Transformation. Collin lives in Los Angeles with his beautiful wife, three kids, and a new puppy!
Feel free to connect with Collin Mitchell or Rob Turley on LinkedIn or follow Rob @RobTurley2 on Twitter!
#DTRHpodcast #VideoProspecting #Prospecting #SalesTips #Podcasting #Sales #Salescast
December 16, 2021
DTRH Episode 41
How to Un-F*ck Company Culture
Negative company culture spreads like a disease. Businesses tend to focus on the symptoms that flare-up, rather than addressing the root cause. Losses are blamed on poor marketing, bad process, ineffective selling, and other revenue-based matters, instead of internal communication, attitude, and poor leadership. Wake the f*ck up and look in the mirror. Toxic culture is often the primary reason organizations begin to die.
- Performance is not indicative of leadership success.
- Be 100% honest with yourself. If you're continuously questioning the same things over and over, then something is very wrong with your culture.
- People have to believe is that change is possible AND on the roadmap. Uncertainty is why people leave.
"Knowledge is power, but enthusiasm pulls the switch."
- Ivern Ball
Patrick is a founding partner of Linehan Group and has 20 years of experience creating, scaling, and optimizing high-performance teams and business units. Shanghai, Singapore, Dubai, LA, London, Valencia are some of the cities Patrick has been based where he drove cultural and sales transformation in industries such as Media, Real Estate, Insurance, Solar Energy, Education, and Consulting.
He focuses on “…creating total clarity around the mission-critical and by cultivating an extreme ownership mindset with partners and clients alike.”
Patrick believes all performance is driven by culture and that business is relationships because human beings move when their emotions are moved!
Linehan Group lives by the credo: "Clarity precedes success and there can be no sales success without volume!"
Feel free to connect with Patrick Linehan or Rob Turley on LinkedIn or follow Rob @RobTurley2 on Twitter!
#DTRHpodcast #Culture #WinIn2022 #ElementMastery #CompanyCulture #LinehanGroup
December 9, 2021
DTRH Episode 40
SMB Marketing: From Struggle to Success
Brick-and-mortar SMBs have trouble marketing themselves and often get caught in a situation where they pay a small marketing firm a lot of money to go nowhere. SMBs encounter risks when contracting marketing firms with minimal budgets, and it often ends in disaster. How do they know who to trust? It can be the difference between life and death!
- Do extensive research on a marketing firm before you contract them for work.
- The greater majority of large and small businesses do not know their actual ideal target.
- Do market research to ensure a market and demand for your product or service.
Waking up in a cold sweat at 3 AM, spring 2019. Jeff knew he was done with corporate life. The startup he joined where he had to move his family cross-country was broken beyond repair. Great concept, a handful of happy clients, but zero marketing presence to get to that next level. Things stagnated after advocating for a strategic marketing approach that the President liked, and the COO didn’t. Rather than do nothing, Jeff handed in his resignation.
Today, what they rejected is what Jeff helps his clients accomplish. After 20+ years in advertising and media sales, he realized small business owners had misled what they needed to know about growing their business.
Jeff's mission is to accelerate profits and guarantee quantifiable ROI from his marketing coaching and consulting hybrid. Unlike 99% of the coaches & consultants out there, he's only happy to guarantee an outcome of positive results as long as his clients put in the work mutually agreed upon.
Jeff is dynamic, energetic, and a knowledgeable speaker equipped with actionable advice on what you can do right now to get your business back on track. Audiences and hosts love him and his approach to sweeping change without breaking the bank or spending an extra cent.
Feel free to connect with Jeff Pugel or Rob Turley on LinkedIn or follow Rob @RobTurley2 on Twitter!
#DTRHpodcast #SMB #Marketing #SMBmarketing #Trust
December 2, 2021
DTRH Episode 39
Innovation: The Agent of Change
Technological innovation has been accelerating at an exponential rate since the mid-20th century, and it won't be slowing down anytime soon. Where is the world is headed? What will be driving the next "boom?" How will future innovation transform the way we live, do business, and the world we live in?
- BEWARE the status quo! It is your greatest competitor, whether you like it or not.
- Technology isn't "evil." It's only a tool. How people intend to use it for either "good" or "evil" makes it so.
- Failure is necessary to drive innovation.
In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder of White Rabbit Intel, delves deep into the mind of Tom Allen. Tom is a technology mogul and entrepreneur. Tom and Rob have an in-depth conversation about where the world is headed and what the future of technological innovation will potentially hold for the world. Buckle up because it gets a bit rocky and controversial!
The best way to describe Tom is as an AI enthusiast. Tom's been featured in Forbes, Business Insider, Yahoo! Finance, MarketWatch, Reuters. He founded a media company that hosts "The AI Journal"—which has been labeled as the fastest-growing new media company "you need to watch."
Board Advisor to Alphalake AI, a technology company, supporting the healthcare sector by giving a better Digital Patient Experience through RPA and Intelligent Automation.
"I love to take calculated risks, gets my blood pumping. Always enter a situation with all my energy. Always optimistic. Love to read, aim to do two books a week." — Tom Allen
Key results Tom's delivered in the past three years:
- Added £9m of new business to companies revenue within nine months, which added an initial £35m+ customer lifetime value to the business
- Improved organic inbound lead generation from 8 inquiries a month to a minimum of 20 a month within six months. Please note the minimum order value was roughly £100k with the largest being £5.8m
- Handled partnerships with £B robot providers/manufacturers including KUKA, ABB, Fanuc, Mitsubishi, and Staubli
- Done successful inspection and analysis leading to improved operational excellence for various automation lines within food, manufacturing, aerospace, and logistics
Clients Tom's worked with: DPD, Hermes Int'l, Avara Foods (supplies Tesco & Sainsbury's), Amazon, Dataiku, Robocorp, Coca-Cola, Howdens.
Feel free to connect with Tom Allen or Rob Turley on LinkedIn or follow Rob @RobTurley2 on Twitter!
#DTRHpodcast #AI #ML #TheAIJourn #Technology #Futurist #Innovation #Blockchain
November 18, 2021
DTRH Episode 38
Optimizing the top-of-the-funnel is not an easy job, but it doesn't have to be difficult. Multi-threading is a misunderstood process, it takes time and effort, but the fruits you can bear from being an effective multi-threader speaks for itself. Engagements we have with prospects and how we interact with their network and environment is critical to a new buyer feeling safe, familiar, and comfortable.
- Build your network: The age-old saying of "it's who you know, not what you know" has a lot of truth behind it. Modern sales do need the consultative expertise driving the conversation to achieve successful outcomes, though the connections you have and are able to leverage are a great way to connect with a new prospect through introductions.
- Multi-thread your outreach: Multi-threading is a powerful thing. It enables you to have something we like to call "coverage." The more coverage you have, the better the outcome—usually.
- 30:70 rep to prospect talking ratio is ideal: According to Sandler Sales Training's theory, it is ideal to have a 30:70 talking ratio. Rule of thumb, "If your lips are moving, you're not learning."
"'Approach those with pain but aren't ready to visit the doctor yet."
- Patrick Joyce
In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Patrick Joyce. Patrick is a top-of-the-funnel expert. We discuss how Patrick became a salesperson after being a math teacher, how he evolved into an entrepreneur, and how he got to where he's at now. Patrick specializes in sophisticated multi-threaded outreach to penetrate and navigate difficult enterprise accounts.
Patrick trains sales reps and builds outbound sales funnels that reliably start new business in new markets. The techniques I use to penetrate new accounts are unprecedented and have proven highly effective. Patrick helps businesses ranging from $6M-$1B valuations.
Feel free to connect with Patrick Joyce or Rob Turley on LinkedIn or follow Rob @RobTurley2 on Twitter!
#DTRHpodcast #SalesEnablement #MultiThreading #TopOfTheFunnel #SalesStrategy #Prospecting
November 15, 2021
DTRH Episode 37
How to Grow Your Business Profitably
Growing a business generally involves a copious amount of debt, and rides the line, hovering from the black, red, and green constantly. Mark Roberts, who's masterful while working with enterprises and hyper-growth mid-market businesses to enable them to grow faster and maintain profitability while scaling. Profitably scaling operations is not an easy task, so learn from one of the best.
- Listen to your customers to understand how to best serve them: Get your customers to share their pain points. Ask them what their challenges are and what changes have occurred in their market's ecosystem. Doing so will give you the advantage of truly understanding their needs, and holds the key to how you need to improve and where to innovate or expand your offering.
- Proudly sell your product for what it's worth. Nothing more, nothing less: People often undervalue or discount their products and services to land new business, especially with smaller deals. Don't give in to the temptation of giving "buddy-buddy pricing" to accounts that are not consistent customers and/or big spenders, and have a damn good reason for doing so.
- Always and continuously nurture your relationships: Even if a prospect is not ready to buy yet, nurturing the relationship you have with them is critical to acquiring their business because a competitor can swoop in and steal the deal if you slip up. Sames goes with your existing clients. The better the relationship, the higher the sales volume. All good things come to those who nurture.
"'Pitching your product is not selling."
- Mark Roberts
In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Mark Roberts. Mark is an expert in generating profitable growth and scalability. He has been successful in making some of the largest firms in the world substantially more profitable while operating at a considerable level of effectiveness and efficiency within their revenue operations (RevOps) by building scalable sales, marketing, and procurement architecture and processes into their business models.
Mark Roberts is a senior-level sales and marketing leader with over 35 years' experience driving profitable sales growth in market-leading organizations. He has driven profitability and effective revenue operations and architecture at numerous enterprise companies, including Timken, VMI, Gardner Denver, Mobility Works, Frito-Lay, and many others.
Mark is an author, public speaker, sales trainer, and sales coach. In 2018, he received the Business Excellence Award from NSME and in 2019, the Highspot Sales Enablement Award. He was also recognized by Sales Hacker Inc. in the Sales Enablement Category. Mark founded OTB Solutions, LLC, and the popular business development blog, NoSmokeAndMirrors.com, ranked #1 in fixing sales problems.
Today, he is the Founding President of OTB Sales Solutions where he helps clients diagnose and improve sales effectiveness and hire and develop their sales talent to improve sales results.
Feel free to connect with Mark Roberts or Rob Turley on LinkedIn or follow Rob @RobTurley2 on Twitter!
#DTRHpodcast #SalesEnablement #Growth #Scale #Enterprise #Operations #RevOps #BusinessStrategy #RevenueOperations #Profitability
October 21, 2021
DTRH Episode 36
How to use Existing Resources to Ignite Business Growth
Often a large majority of potential revenue lies within your existing client and partner ecosystem. Many business owners do not realize how much revenue can be produced with what they already have. Growth does not mean you necessarily have to scale your business or your team.
- There’s a difference between growth and scale: Scaling requires more resources, while growth does not. Growth can be blood squeezed from the blood bag disguised as a stone.
- Your strongest allies often are your closest competitors: Adjacent competition is more than likely one of the most powerful partnership moves a business can establish. They are not your enemy.
- You can achieve resources by being “resourceful” rather than obtaining investment: There is power in “thinking broke.” Almost all entrepreneurs have been there and experienced it. Being broke forces people to become as resourceful as possible and make the most out of what you’ve got, so getting into that mindset, even with funds available, can create incredibly profitable opportunities by stretching resources to their limit.
"'Toxic growth' is when a business puts more money into marketing efforts or growth which often dilutes your success and elongates your goals."
- Khalil Stultz
In today’s episode of Down The Rabbit Hole, your host, Rob Turley, Co-Founder & Co-CEO at White Rabbit Intel, delves deep into the mind of Khalil Stultz. Khalil is an expert growth architect. He has been successful in building successful businesses with little to no resources.
Khalil and Rob discuss how making the proper use of existing resources while lacking the capital needed to make significant investments in marketing, and new employees can be as effective as having the budget to throw at the problem. Growth does not have to be a resource-heavy achievement. It can be done, but the question is... “How?”
As an Operating Partner of I Know A Guy Network, Khalil brings his experience as an investor and entrepreneur to the table. Before launching I Know A Guy Network with G. Wayne, Khalil churned and burned in the field of phone sales, converting cold calls into cold hard cash.
Khalil now works with business owners so that they don’t have to waste their time with outdated and inefficient marketing methods.
His growth strategies have grown his business, and he’s excited about doing the same for others.
Khalil and his wife Precious have been married for eight years and have three boys. He and his wife raise their family in Central Florida, and they love traveling just as much as they love lounging at the beach.
To reach out to Khalil - Go here: https://directkonnection.com/training/.
Feel free to connect with Khalil Stultz or Rob Turley on LinkedIn or follow Rob @RobTurley2 on Twitter!
#DTRHpodcast #SalesEnablement #Sales #Growth #ROI #GrowthStrategy #Startup #Resourceful